Sunday, December 13, 2009
Wednesday, December 02, 2009
Passion and Enthusiasm – Your Best Marketing Asset
When you attend business events i.e. go networking, you should only be selling one thing – yourself! Don’t sell your services or your products in the first instance; people always buy people before anything else.
This means you need to believe you’re a nice person and as good as anyone else at the gathering. As long as you spend more time focusing on others, people get to like you quickly and you build positive relationships.
You then need to be enthusiastic about the job you do and the organisation you represent. If you don’t, why would people want to do business with you and your company? I used to be an accountant so I am interested to watch the body language of someone I meet who is an existing practising accountant. I ask them “What do you do?” and I often get a response like ‘Actually I’m a boring accountant’ as they look away or down at their shoes! I think if that’s what they think about themselves why would I want to do business with them?
Dale Carnegie, who wrote the world’s best-seller ‘How to Win Friends and Influence People’ was credited with the quote ‘Enthusiasm- the little known secret of success’. Enthusiasm is like measles... it’s highly contagious!
This means you need to believe you’re a nice person and as good as anyone else at the gathering. As long as you spend more time focusing on others, people get to like you quickly and you build positive relationships.
You then need to be enthusiastic about the job you do and the organisation you represent. If you don’t, why would people want to do business with you and your company? I used to be an accountant so I am interested to watch the body language of someone I meet who is an existing practising accountant. I ask them “What do you do?” and I often get a response like ‘Actually I’m a boring accountant’ as they look away or down at their shoes! I think if that’s what they think about themselves why would I want to do business with them?
Dale Carnegie, who wrote the world’s best-seller ‘How to Win Friends and Influence People’ was credited with the quote ‘Enthusiasm- the little known secret of success’. Enthusiasm is like measles... it’s highly contagious!
Monday, November 23, 2009
Sunday, November 15, 2009
Thursday, November 12, 2009
Wednesday, November 11, 2009
Sunday, November 08, 2009
Friday, October 30, 2009
The Networking Hooligan
This is the rude, disrespectful ignorant networker. He generally attends events and generally upsets lots of people. What does he do to create this unhappy situation? Women generally are much nicer and tend to behave in a more courteous friendly way. Here are 10 disgusting behaviours:
1. He doesn’t understand the rules of space, stands too close and for those with claustrophobia is a living hell. You take a step back and he follows you.
2. He comes over to you whilst you’re chatting with John. He knows John but not you. “Hi John, good to see you” and totally ignores you.
3. I’m a group of three or four he turns his back on you during a conversation.
4. When he had enough of you he simply walks off without a ‘by your leave’.
5. He constantly hijacks the conversation. “Oh I’ve been there. I know someone better than him. I can beat that, it only took me … etc etc.
6. He is downright rude, sneers at something said or is uncomplimentary about other people and their business.
7. He breaks into closed groups where it’s obvious they’re having a private and confidential conversation. Another note read the various rooms’ body language; approach only the open formatted groups unless you know someone in there.
8. He drinks too much too soon and behaves like the original lager lout.
9. He tells inappropriate jokes or anecdotes.
10. And the worst behaviour of the hooligan is left until last. He’s the one who look over your shoulder or around the room as he’s talking to you. His body language is saying “I’m bored with you Will, I want out of here”. Fine, you don’t want to build a relationship with this hooligan do you? Move on. Simply say “Well, it’s good to meet you chief hooligan, will you excuse me I need to see my friend May over there”. He’ll think “thank goodness for that!”
We think that the below video from comedy duo Mitchell and Webb highlights this perfectly!
1. He doesn’t understand the rules of space, stands too close and for those with claustrophobia is a living hell. You take a step back and he follows you.
2. He comes over to you whilst you’re chatting with John. He knows John but not you. “Hi John, good to see you” and totally ignores you.
3. I’m a group of three or four he turns his back on you during a conversation.
4. When he had enough of you he simply walks off without a ‘by your leave’.
5. He constantly hijacks the conversation. “Oh I’ve been there. I know someone better than him. I can beat that, it only took me … etc etc.
6. He is downright rude, sneers at something said or is uncomplimentary about other people and their business.
7. He breaks into closed groups where it’s obvious they’re having a private and confidential conversation. Another note read the various rooms’ body language; approach only the open formatted groups unless you know someone in there.
8. He drinks too much too soon and behaves like the original lager lout.
9. He tells inappropriate jokes or anecdotes.
10. And the worst behaviour of the hooligan is left until last. He’s the one who look over your shoulder or around the room as he’s talking to you. His body language is saying “I’m bored with you Will, I want out of here”. Fine, you don’t want to build a relationship with this hooligan do you? Move on. Simply say “Well, it’s good to meet you chief hooligan, will you excuse me I need to see my friend May over there”. He’ll think “thank goodness for that!”
We think that the below video from comedy duo Mitchell and Webb highlights this perfectly!
Sunday, October 25, 2009
Monday, October 19, 2009
Monday, October 05, 2009
Tuesday, September 29, 2009
Sunday, September 27, 2009
Thursday, September 24, 2009
Wednesday, September 16, 2009
Baby Chicks in the Nest!
Baby Chicks in the nest!
Are you busy? I hear lots of people say,” What do you think, we’re in recession? No, fees and sales are well down and the phone’s not ringing like it used to.”
Are you busy? I hear lots of people say,” What do you think, we’re in recession? No, fees and sales are well down and the phone’s not ringing like it used to.”
I hear this so much and depending who I’m talking to I sometimes suggest they ought to be busier than ever…marketing. You should either be earning the fee or making the sale or taking action to find more work and create more sales. By way of a summary Ask yourself.
1. Who your target market is?
2. What you are offering and how your clients and customers will benefit as a result of doing business with you?
3. What is your marketing message? This is what you say to your target market about your defined service to get them interested and wanting to know more. The message must be crystal-clear and promise a clear and valuable outcome.
4. Do you have effective marketing materials? This can be a good website which can include audio or video. Are you involved with social marketing to ensure you raise your profile to a global market place? Do you keep in touch with your existing clients to ensure they remember you’re still in business and what new offerings you may have.
5 Are you attending the appropriate business events to get your message across and build new or on existing relationships?
When you do none of the above your business behaves like the baby chicks in the nest!
If ever there was a time to be very busy and more proactive than ever, now is that time
Thursday, August 27, 2009
Change Your Thinking
There are lots of people who consider selling and marketing as essentially dishonest and manipulative. If that’s how you think, the chances are you will resist change with all your might. This resistance is expressed in sentiments such as:
- I feel uncomfortable talking about myself and blowing my own trumpet
- I sound phoney when I write about the benefits I offer
- I'm just not the marketing type
I can't sell myself
It's no wonder many professionals and technicians not only struggle with marketing, but feel uncomfortable and inauthentic when communicating with prospects about their services. Marketing becomes a "necessary evil."
The best way to get past these quite understandable feelings is to look at marketing your services from a new perspective. The negative feelings are bound to make you feel dreadful about marketing. Thinking in a completely different way should make you feel good. Let’s explore.
OLD THINKING
Marketing is manipulation intended to get people to buy things they don't really need.
Marketing is uncomfortable because it talks about me and what I can fo and how I'm better than other service providers.
Marketing is dishonest because it depends on hyperbole and making false promises while charging high fees.
Marketing is egotistical and self-centred, focused on me, me, me.
Marketing is highly competitive, so you need to make sure other professionals don't know what you're doing.
Marketing needs endless amounts of creativity and cleverness in order to get attention and response.
......................................................................................................................
NEW THINKING
Marketing is about making people aware of a service that could make a real difference in their lives and businesses.
Marketing is a valuable service in itself because the primary activity of effective marketing is to give away valuable information.
Marketing is honourable because it offers to solve problems or assist with challenges that are costing the client time and money.
Marketing is helping with needs and wants, focused on them, them, them.
Marketing simply requires an understanding of clients’ problems, challenges and aspirations and your ability to respond accordingly.
Marketing offers great opportunities for co-operation and creating joint ventures with other professionals.
So which thinking suits you? Only you can decide.
Wednesday, August 19, 2009
Hosting Business Events
May I suggest that the rules of hosting a business event should mirror the way you host an evening at home? For a social event -
· You invite your guests
· All hosts are present
· Everyone is welcomed warmly
· You are dutiful to all your guests’ needs
· You never leave them alone
· You make all necessary introductions
· You ply them with food and drink
· You work hard at giving everyone a pleasant and enjoyable time
Yet when it comes to hosting business events how many times do you see guests standing alone and the hosts gathered together in a different part of the room?
· You invite your guests
· All hosts are present
· Everyone is welcomed warmly
· You are dutiful to all your guests’ needs
· You never leave them alone
· You make all necessary introductions
· You ply them with food and drink
· You work hard at giving everyone a pleasant and enjoyable time
Yet when it comes to hosting business events how many times do you see guests standing alone and the hosts gathered together in a different part of the room?
The investment in corporate events not just in terms of money but also time spent should ensure the rules of engagement for both types of event are precisely the same.
See more information on hosting successful events, plus an abundance of free and useful networking information at www.kintish.co.uk.
Thursday, August 06, 2009
Some valuable networking advice...
...found when walking in Flamborough Head, North Yorskshire last week!
Remember those 5 important things when networking;
S mile
H andshake
I eye contact
N ame
E nthusiastic
For more useful networking tips, visit www. kintish.co.uk
Sunday, August 02, 2009
Wednesday, July 29, 2009
Monday, July 20, 2009
Band 'The yeah Yous' and Kintish junior's second song is about to be released. Preview it first here
http://ping.fm/B99P4
http://ping.fm/B99P4
Sunday, July 12, 2009
Tuesday, July 07, 2009
Voices in our heads
When you walk into a room full of strangers, do you ever start off having ‘solo’ conversations which go something like this?
• “I don’t know enough about xxxx.”
• “How am I going to break the ice,’ because I don’t know anyone, do I?”
• “ I’m so nervous that I’m bound to forget the name of the host, not to mention other peoples’ names when I first meet them”
• "I’ve no right to be in front of all those people; I’m too junior to represent the firm.”
• “Nobody’s going to talk to me.”
• “What if I’m asked something and I don’t know the answer?”
• “• “No doubt I’ll do something stupid like tripping up or knocking my glass of wine over fellow guests.”
• “People just aren’t going to take me seriously.”
• “People may laugh at me, not openly and when I feel that, what do I do?”
The majority of people have this conversation simply because we all have two key fears in our lives; fear of rejection and the fear of failure. Fear is a made-up word – it’s really an acronym F.E.A.R. It represents the phrase ‘false expectations appearing real’. These fears do represent false expectations as most people who attend business events are friendly, personable and welcoming. When have you been rejected at a business event? After all every one is there to spot opportunities, build or reinforce relationships. Yes, there will be a tiny proportion of rude people; those who decide you’re not important enough and start looking around the room for ‘more significant people than you.’ Don’t let this small minority get to you. They’re not worth giving a second thought to. You don’t want to be building relationships with these rude ignorant people anyway, so excuse yourself and go and find the ‘nice’ people who deserve your company.
When you walk into the room it’s time for a rethink.
Change the script
• “Yes I am a little nervous, but I guess so are most other people.”
• “I’m going to be friendly, courteous and polite; that way people will like me quickly.”
• “I’m going to smile, give good eye contact, shake hands and aim to remember people’s names. This will help me create a good first impression.”
• “If I pretend to act like a host, my confidence is going to build. For example, I’m going to talk to people who I see standing on their own and introduce them to others when it’s time to move on.”
• “It’s a business event so I suppose everyone is here to meet new contacts.”
• “I’m going to spend more time being interested by asking questions rather than talking too much about myself.”
• “I’m going to positively look for potential opportunities and follow them up.”
• “If at the end of the day all else fails, I’m just going to have to fake it ‘til I make it!”
But why should you fail? Fail at what exactly? It’s not an examination or you are the defendant in a trial being judged. It’s just a group of people, most of whom will be polite, friendly and welcoming. Focus on them and enjoy your networking.
For more free and useful networking tips and help on 'working the room', visit www.kintish.co.uk
• “I don’t know enough about xxxx.”
• “How am I going to break the ice,’ because I don’t know anyone, do I?”
• “ I’m so nervous that I’m bound to forget the name of the host, not to mention other peoples’ names when I first meet them”
• "I’ve no right to be in front of all those people; I’m too junior to represent the firm.”
• “Nobody’s going to talk to me.”
• “What if I’m asked something and I don’t know the answer?”
• “• “No doubt I’ll do something stupid like tripping up or knocking my glass of wine over fellow guests.”
• “People just aren’t going to take me seriously.”
• “People may laugh at me, not openly and when I feel that, what do I do?”
The majority of people have this conversation simply because we all have two key fears in our lives; fear of rejection and the fear of failure. Fear is a made-up word – it’s really an acronym F.E.A.R. It represents the phrase ‘false expectations appearing real’. These fears do represent false expectations as most people who attend business events are friendly, personable and welcoming. When have you been rejected at a business event? After all every one is there to spot opportunities, build or reinforce relationships. Yes, there will be a tiny proportion of rude people; those who decide you’re not important enough and start looking around the room for ‘more significant people than you.’ Don’t let this small minority get to you. They’re not worth giving a second thought to. You don’t want to be building relationships with these rude ignorant people anyway, so excuse yourself and go and find the ‘nice’ people who deserve your company.
When you walk into the room it’s time for a rethink.
Change the script
• “Yes I am a little nervous, but I guess so are most other people.”
• “I’m going to be friendly, courteous and polite; that way people will like me quickly.”
• “I’m going to smile, give good eye contact, shake hands and aim to remember people’s names. This will help me create a good first impression.”
• “If I pretend to act like a host, my confidence is going to build. For example, I’m going to talk to people who I see standing on their own and introduce them to others when it’s time to move on.”
• “It’s a business event so I suppose everyone is here to meet new contacts.”
• “I’m going to spend more time being interested by asking questions rather than talking too much about myself.”
• “I’m going to positively look for potential opportunities and follow them up.”
• “If at the end of the day all else fails, I’m just going to have to fake it ‘til I make it!”
But why should you fail? Fail at what exactly? It’s not an examination or you are the defendant in a trial being judged. It’s just a group of people, most of whom will be polite, friendly and welcoming. Focus on them and enjoy your networking.
For more free and useful networking tips and help on 'working the room', visit www.kintish.co.uk
Sunday, July 05, 2009
Monday, June 29, 2009
Friday, June 26, 2009
Sunday, June 21, 2009
Friday, June 19, 2009
“I know it’s a girly thing but….”
As part of our seminars, we run an exercise asking delegates what they should be considering before attending business events. After all, no professional or business person would ever dream of attending a client or prospect meeting without doing some preparation and planning. One of the items which is always mentioned is ‘Decide what you’re going to wear’. When the answer comes from a woman it is invariable preceded by, ‘I know it’s a girly thing but……’
It is not a ‘girly thing’, it’s an everybody thing! What you wear speaks volumes for your attitude towards the people you are about to meet. When you dress inappropriately you are telling your fellow guests ‘you don’t care or you couldn’t be bothered.’ Maybe you don’t and maybe you couldn’t which is fine as long as you are happy to take the consequences (which can be either positive or negative). We don’t get a second chance to make a first impression meaning people often judge us before we even open our mouth. ‘If people judge me on what I wear they have to be very shallow and not worth building a relationship with.’ ‘I never wear a tie and I’m not going to start doing so now’. Even the in-coming Prime Minister Gordon Brown has refused to dress up in evening attire. Many people will judge those attitudes as a guide to how you lead your business life in general. By dressing in a suitable manner you are telling the other people in the room you respect them, you do care how you are perceived and you do give others an overall impression of what you think and who you are. This may include being individualist, maverick and even eccentric.
When you’re Sir Richard Branson in his jumpers, Sir Bob Geldof with his hairstyle or Gordon Brown I guess you have ‘made it’ and couldn’t give a damn about what others think. To us mere mortals perhaps we should.
For more free networking tips and advice, please visit www.kintish.co.uk
It is not a ‘girly thing’, it’s an everybody thing! What you wear speaks volumes for your attitude towards the people you are about to meet. When you dress inappropriately you are telling your fellow guests ‘you don’t care or you couldn’t be bothered.’ Maybe you don’t and maybe you couldn’t which is fine as long as you are happy to take the consequences (which can be either positive or negative). We don’t get a second chance to make a first impression meaning people often judge us before we even open our mouth. ‘If people judge me on what I wear they have to be very shallow and not worth building a relationship with.’ ‘I never wear a tie and I’m not going to start doing so now’. Even the in-coming Prime Minister Gordon Brown has refused to dress up in evening attire. Many people will judge those attitudes as a guide to how you lead your business life in general. By dressing in a suitable manner you are telling the other people in the room you respect them, you do care how you are perceived and you do give others an overall impression of what you think and who you are. This may include being individualist, maverick and even eccentric.
When you’re Sir Richard Branson in his jumpers, Sir Bob Geldof with his hairstyle or Gordon Brown I guess you have ‘made it’ and couldn’t give a damn about what others think. To us mere mortals perhaps we should.
For more free networking tips and advice, please visit www.kintish.co.uk
Tuesday, June 16, 2009
Sunday, June 14, 2009
Tuesday, June 09, 2009
Wednesday, June 03, 2009
Friday, May 22, 2009
Marketing – forward to basics
1. Do you know specifically whom you are offering your service to? You should be able to describe exactly who is likely to benefit from your offering.
2. Do you have a defined service which will produce a consistent and desirable outcome for your clients?
3. When people ask what you do can you describe it in a clear concise manner? People generally don’t care what you do; only what you can do for them.
Find out more about how to promote your business successfully with some more of my free networking tips
2. Do you have a defined service which will produce a consistent and desirable outcome for your clients?
3. When people ask what you do can you describe it in a clear concise manner? People generally don’t care what you do; only what you can do for them.
Find out more about how to promote your business successfully with some more of my free networking tips
Saturday, May 16, 2009
Wednesday, May 13, 2009
The right and wrong approaches to networking
Too many people go to business events thinking only ‘What’s in it for me?’ or ‘How can I get these people to buy my services or products?’ Or ‘I must sell something here otherwise it will be a total waste of time’.
Networking is not about;
W.I.I.F.M. - “What’s in it for me?” but much more about
W.I.I.F.Y - “What’s in it for you?” look back at this second acronym and you read wi-fi the modern day way of communication. Apt?!
The most effective marketing for people in the advice-giving business revolves about giving first and receiving second.
The thoughts below are specifically designed to help you get more response to all your marketing efforts and to attract prospects who are qualified to take advantage of your service.
Thought 1. Give away valuable information.
Thought 2. Share valuable resources.
Thought 3. Give free bonuses with your services and products
Thought 4. Give leads and introductions to clients and associates
Thought 5. Send written and emailed thank-you notes.
Thought 6. Give away complimentary sessions by phone and web seminars
See more networking tips and ideas
Networking is not about;
W.I.I.F.M. - “What’s in it for me?” but much more about
W.I.I.F.Y - “What’s in it for you?” look back at this second acronym and you read wi-fi the modern day way of communication. Apt?!
The most effective marketing for people in the advice-giving business revolves about giving first and receiving second.
The thoughts below are specifically designed to help you get more response to all your marketing efforts and to attract prospects who are qualified to take advantage of your service.
Thought 1. Give away valuable information.
Thought 2. Share valuable resources.
Thought 3. Give free bonuses with your services and products
Thought 4. Give leads and introductions to clients and associates
Thought 5. Send written and emailed thank-you notes.
Thought 6. Give away complimentary sessions by phone and web seminars
See more networking tips and ideas
Wednesday, May 06, 2009
Getting to Grips with PING
If you are entering the social media world for promoting your business, a simple way of getting your message out there is to edit 'status updates' frequently - daily, hourly, whichever. But isn't it a pain updating all of them? Ping.fm is a fantastic tool to just type what's on your mind once, it will then post this out to all the social networks you are part of. Go to http://ping.fm to find out more about taking the shortcuts around social media!
Thursday, April 23, 2009
Internal Networking – Do you know what’s going on around you?
It’s all well and good knowing what YOU can provide and the services YOU offer in your business, but could you be losing potential business for other departments in your company, by simply not knowing enough about them? This short video gives you an example of what ‘internal’ networking is, so that you can all help each other to gain more business for the company overall.
I have written an article about this topic. If you would like to receive a copy, drop me an email willk@kintish.co.uk.
I have written an article about this topic. If you would like to receive a copy, drop me an email willk@kintish.co.uk.
Wednesday, March 25, 2009
Kintish blog - LinkedIn tip
The latest LinkedIn update - for more information, advice and training seminars visit our new website www.linkedintraining.co.uk
Sunday, March 08, 2009
"Are you busy?" 'No' "No! You should be ashamed of yourself!
Things are tougher, we have less income than we have had over the last 4 years.
But wow are we busy. New ideas, new products new ways of marketing and business development.
All hands to the pump. ALL the team are now doing business development, writng letters, attending events making follow up calls.
Be visible get out there, follow up keep in touch.
THIS IS A RANT.
When people sit there waiting for the introductions, referrals and exisiting clients to call they should expect to receive everything they get...which may well not be much!
LINKEDIN
This is our big project for this spring. Look out for our exciting new seminars
But wow are we busy. New ideas, new products new ways of marketing and business development.
All hands to the pump. ALL the team are now doing business development, writng letters, attending events making follow up calls.
Be visible get out there, follow up keep in touch.
THIS IS A RANT.
When people sit there waiting for the introductions, referrals and exisiting clients to call they should expect to receive everything they get...which may well not be much!
This is our big project for this spring. Look out for our exciting new seminars
Thursday, March 05, 2009
Working The Room Web Seminar 30 March 09
Check out this SlideShare Presentation:
Monday, February 16, 2009
If you bear a grudge..."Isn't it about time..."
Read on. This story is told from a fabulous newsletter
Peter Thomson
Editor and Lightened Publisher
tgiMondays
Two monks and how one of them asked the other one a question.
It’s a question...
You and I need to ask ourselves on a regular basis –
otherwise we’ll be damaging our chances of success.
Here’s what happened:
One day two Eastern Monks set off on a journey to visit the inhabitants
of a local village. On the way they came to a wide stream. The stream whilst
not too deep nevertheless had a treacherous undercurrent.
At the side...
Of the stream sat a young woman with her head bowed and in obvious distress.
Now the ‘order’ to which the monks belonged forbade any contact with
women and so the younger of the two monks – turned his back on the
young women and ignored her.
The elder monk...
Turned to the young woman and asked her what her problem was.
She replied – she had to cross the river with the medicine she’d been
to collect for her mother.
The elder monk helped the young woman to her feet and hefted her onto his shoulders; then waded out into the stream and safely crossed to the other side.
He helped the young woman down and with grateful and continuous thanks she scurried on her way.
The younger monk...
Had crossed the stream behind his companion and they continued their journey. The younger monk, by the look on his face, was obviously in a sullen and angry mood and finally after nearly an hour had passed – like a champagne cork bursting from the bottle – he exploded the questions:
“How on earth could you do it? How could you talk to that woman when you know it’s forbidden? How could you touch her her, let alone carry her on your back across the river? How could you?”
The elder monk replied simply:
“My son her need was great and – I put her down an hour ago – isn’t it about time you did too?”
Ooooooooooohhhhh...
A little voice inside is demanding to know – if there are ‘somethings’ I should have put down long ago – rather than carrying them with me.
What could those...
Somethings be:
Past mistakes
Past relationships
Past hurts
Past – well I’m sure you know what’s appropriate for you – don’t you?
And so...
I think I’ll be thinking of this for a while just to make certain – I’ve definitely lightened my mental load. It has to be so much easier to travel this way – doesn’t it?
So the question is: “What do you need to put down?”
Will you ask it too?
Go on then...
Peter Thomson
Editor and Lightened Publisher
tgiMondays
Two monks and how one of them asked the other one a question.
It’s a question...
You and I need to ask ourselves on a regular basis –
otherwise we’ll be damaging our chances of success.
Here’s what happened:
One day two Eastern Monks set off on a journey to visit the inhabitants
of a local village. On the way they came to a wide stream. The stream whilst
not too deep nevertheless had a treacherous undercurrent.
At the side...
Of the stream sat a young woman with her head bowed and in obvious distress.
Now the ‘order’ to which the monks belonged forbade any contact with
women and so the younger of the two monks – turned his back on the
young women and ignored her.
The elder monk...
Turned to the young woman and asked her what her problem was.
She replied – she had to cross the river with the medicine she’d been
to collect for her mother.
The elder monk helped the young woman to her feet and hefted her onto his shoulders; then waded out into the stream and safely crossed to the other side.
He helped the young woman down and with grateful and continuous thanks she scurried on her way.
The younger monk...
Had crossed the stream behind his companion and they continued their journey. The younger monk, by the look on his face, was obviously in a sullen and angry mood and finally after nearly an hour had passed – like a champagne cork bursting from the bottle – he exploded the questions:
“How on earth could you do it? How could you talk to that woman when you know it’s forbidden? How could you touch her her, let alone carry her on your back across the river? How could you?”
The elder monk replied simply:
“My son her need was great and – I put her down an hour ago – isn’t it about time you did too?”
Ooooooooooohhhhh...
A little voice inside is demanding to know – if there are ‘somethings’ I should have put down long ago – rather than carrying them with me.
What could those...
Somethings be:
Past mistakes
Past relationships
Past hurts
Past – well I’m sure you know what’s appropriate for you – don’t you?
And so...
I think I’ll be thinking of this for a while just to make certain – I’ve definitely lightened my mental load. It has to be so much easier to travel this way – doesn’t it?
So the question is: “What do you need to put down?”
Will you ask it too?
Go on then...
Sunday, February 15, 2009
"I'd rather die than cold call"
As you look at the phone
If you must cold call read this book first
Cold calling for Chickens by Bob Etherington
The highlight page for me says
WHERE AM I NOW?
Sitting in front of the phone
WHAT DO I WANT TO DO?
call a prospect to start a relationship and eventually get him to buy something
WHAT IS THE WORST THING HE CAN SAY?
"No"
WHAT IS THE WORST THING HE CAN DO?
Put the phone down
THEN WHERE WILL I BE?
Sitting in front of the phone
SO WHAT AM I WAITING FOR?!
If you must cold call read this book first
Cold calling for Chickens by Bob Etherington
The highlight page for me says
WHERE AM I NOW?
Sitting in front of the phone
WHAT DO I WANT TO DO?
call a prospect to start a relationship and eventually get him to buy something
WHAT IS THE WORST THING HE CAN SAY?
"No"
WHAT IS THE WORST THING HE CAN DO?
Put the phone down
THEN WHERE WILL I BE?
Sitting in front of the phone
SO WHAT AM I WAITING FOR?!
Tuesday, February 03, 2009
The key to successful selling
Every knows that virtually every successful sale is done when the buyer likes the seller. 'People buy from people' is the cliche but we all knows it's true. so the skill of getting people to like us is the key to making more sales than your competition. Here is my list of actions you should considering taking to get people to like you.
1 Have a happy disposition; smile, be friendly, indulge in chit chat and banter, bring in humour as much as possible. We can't all be funny but we can all avoid being miserable!
2 Become reliable. Don't let people down - do what you say you're going to do and do it when you say you will do it. Don't be late and keep people waiting. 3 Be 'nice' to people. Compliment them, don't complain don't critisise and don't condemn, no-one wins
$ Have a giving spirit and a generous nature.
My hotel story
I recently went on a sort of sales appointment but mainly just to start to build a relationship at a hotel and the general manager was in the hotel lobby when I arrived. "That worked out well, you being here as I arrived". I said to my prospect. "No" he said, "I was here waiting to greet you, you're a guest in my corporate home". Wow, there I was to peddle my wares and guess what? That man made me feel like a VIP. Within the hour we built a strong relationship, I gave him a great deal and he reciprocated.
That anecdote summarises all that is good in people and how we can get people to like us very quickly. This man runs a big hotel, will no doubt be very busy and yet there he was ready 5 minutes early to greet me with a warm welcome. What a start to a relationship!
1 Have a happy disposition; smile, be friendly, indulge in chit chat and banter, bring in humour as much as possible. We can't all be funny but we can all avoid being miserable!
2 Become reliable. Don't let people down - do what you say you're going to do and do it when you say you will do it. Don't be late and keep people waiting. 3 Be 'nice' to people. Compliment them, don't complain don't critisise and don't condemn, no-one wins
$ Have a giving spirit and a generous nature.
My hotel story
I recently went on a sort of sales appointment but mainly just to start to build a relationship at a hotel and the general manager was in the hotel lobby when I arrived. "That worked out well, you being here as I arrived". I said to my prospect. "No" he said, "I was here waiting to greet you, you're a guest in my corporate home". Wow, there I was to peddle my wares and guess what? That man made me feel like a VIP. Within the hour we built a strong relationship, I gave him a great deal and he reciprocated.
That anecdote summarises all that is good in people and how we can get people to like us very quickly. This man runs a big hotel, will no doubt be very busy and yet there he was ready 5 minutes early to greet me with a warm welcome. What a start to a relationship!
Wednesday, January 21, 2009
Do something different..don't get bored!
Following the same routine day after day can get boring and make it seem as if you are experiencing a 'slump' at work. Find something to focus on, recall happy moments and you will feel moe exilerated. Apply these positive feelings to the work you are trying to do. Here are some additional tips on how to keep the boredom out of your work experience:
Open up to risk, change and opportunity
Create a personal vision
Set measurable goals for your vision
Work towards your vision everyday
Keep track of your daily achievements
Be enthusiastic about your goals
If you aren't giving you're all in these 'new times' when 'they' are looking to reduce a head count......
Open up to risk, change and opportunity
Create a personal vision
Set measurable goals for your vision
Work towards your vision everyday
Keep track of your daily achievements
Be enthusiastic about your goals
If you aren't giving you're all in these 'new times' when 'they' are looking to reduce a head count......
Tuesday, January 13, 2009
Never forget ... people are always impressed or depressed by you.
As wave after wave of scandal emerges from corporate life it's clear that many business leaders have shelved their ethics and integrity for the sake of profit. "It's truly a problem of ethic proportions," says D.J. Eagle Bear Vanas, author of "The Tiny Warrior: A Path To Personal Discovery and Achievement."
I agree. Our businesses, our governments, and even our very lives are in jeopardy because of the ethical problems of a few, so-called, despicable leaders.
Oh, I understand the source of these ethical problems. I understand the pressures on today's leaders ... pressures for higher profit margins, faster production times, and bigger market shares ... pressures that push ethics to the sidelines. As we saw with Enron and World Com, and now with the housing crisis and the financial markets, the leader's ethics and integrity took second seat to the demand for staggering performance reports and a free lunch.
I understand these pressures, but they DO NOT excuse anyone from unethical behaviour. To lead a family, a church, a small business, or a large corporation, nothing trumps integrity. It is the very bedrock of effective leadership, enthusiastic follower-ship, and win-win prosperity.
So what can you do to make sure you live a life and work a job filled with ethics and integrity? I've found these things work.
1. Remember your ethics are always on display.
Whether you're in a leadership position or a support position, you will be seen. Make no mistake about it. People are watching you.
If, for example, you're a manager, do you think there's anything your people don't know about you right this minute? As author Jim Rohn asks, "If you haven't been totally above board and honest with them, do you really think you've gotten away with it? Not too likely."
2. Remember your ethics ... or lack of them ... always affect others.
Too many people think a few lies here or a dishonest action there are simply the rules of business these days. They fail to realize that even the smallest breech of ethics can have dire consequences.
For example, when we watched the space shuttle Challenger explode into a fireball in 1986, the U.S. public learned it was a "technical failure" in the infamous O-ring. More than a technical failure, that tragedy was a failure of integrity.
Under incredible pressure to launch, the O-ring manufacturer, Morton Thiokol, did not want to be the one to recommend a mission abort. They knew the O-rings may not work. But instead of risking the heat of criticism, they concurred with the launch decision, and tragedy followed. The O-rings were a "little thing" that led to catastrophic failure.
Yes, your ethics always affect others. So ask yourself, "What could happen if I do this?" Play the scenario out in your mind. Otherwise, you can do something in a moment of thoughtlessness that causes major negative consequences. Ask yourself, "Is this decision and action strengthening or weakening my integrity?"
3. Establish clear ethical guidelines BEFORE you have to.
In one of my programs with leaders and managers, I ask the participants to identify their organization's values ... values they expect their ideal employees to follow. Working in small groups, they quickly list about two dozen key words or phrases that describe their values.
And then I ask them to go back and identify the values that they would fire someone for not having. It always slows down the discussion. But inevitably, these groups settle on two or three things like "honesty," "commitment," and "integrity."
The strange thing is ... it's only then that they begin to realize that they've never had detailed discussions about ethics with their employees. They haven't provided any guidelines to deal with the many common ethical dilemmas that come up in their line of work.
It's then that I let them know that the best time to make a decision about ethical behaviour is BEFORE they have to ... before there is a question or temptation. It's the best way of making sure they won't go astray.
4. Walk your ethical talk ... even if it requires sacrifice.
Remember, if you're a leader of some sort, people are always watching you. And one of the key reasons employees fail to conform to an organization's stated values is because their leaders fail to "walk their talk."
I'll never forget one pharmaceutical company I worked with. The CEO simply announced one day there would be a mentoring programme on site, and he arbitrarily and immediately assigned a mentor to each of several high-potential leaders. The CEO then ordered them to get to work and meet once a week. That was that.
Later, when the CEO supposed his programme was well under way, he surveyed the high-potential leaders to see how well the mentoring programme was working. He was very upset to discover that most of the mentor-mentee pairs had not met in six months.
As the CEO was about to reprimand the pairs who were not moving forward, he suddenly realised that he himself had not yet met with his own mentee. He was not walking his talk ... because it required some sacrifice ... namely his time.
Being a person of integrity requires discipline. Discipline is doing the right thing ... even when you don't feel like it. And with discipline, you're willing to surrender some short-term ease to keep your long-term integrity.
Finally, if you do make an ethical error ...
5. Admit your mistakes.
Being ethical doesn't mean you won't make a mistake. It does mean, however, that you're the first one to admit your mistake. You learn from it, fix it, and apologize for it ... if appropriate.
Do not play the blame game. Do not try to cover up or lie about your mistake. And do not tell others, "do as I say and not as I do." Those are pathetic ploys that will do nothing but further damage your integrity.
Just admit it. As CEO Larry Bossidy of the Honeywell Corporation said, "Ego containment is crucial. The bigger the ego, the less willing you are to admit mistakes."
But you've got to do it. As Bossidy concluded, "Humility is an important feature in being successful."
Action:
Where are you tempted to "cut corners" or "tell little white lies?" Be on the lookout for the ethical temptations in your personal and professional life. And if you're aware of them, you have a better chance of avoiding them.
"Reprinted with permission from Dr. Alan Zimmerman's Internet newsletter, the 'Tuesday Tip.' For your own personal, free subscription to the 'Tuesday Tip' ... along with several other complimentary gifts, go to www.drzimmermann.com
I agree. Our businesses, our governments, and even our very lives are in jeopardy because of the ethical problems of a few, so-called, despicable leaders.
Oh, I understand the source of these ethical problems. I understand the pressures on today's leaders ... pressures for higher profit margins, faster production times, and bigger market shares ... pressures that push ethics to the sidelines. As we saw with Enron and World Com, and now with the housing crisis and the financial markets, the leader's ethics and integrity took second seat to the demand for staggering performance reports and a free lunch.
I understand these pressures, but they DO NOT excuse anyone from unethical behaviour. To lead a family, a church, a small business, or a large corporation, nothing trumps integrity. It is the very bedrock of effective leadership, enthusiastic follower-ship, and win-win prosperity.
So what can you do to make sure you live a life and work a job filled with ethics and integrity? I've found these things work.
1. Remember your ethics are always on display.
Whether you're in a leadership position or a support position, you will be seen. Make no mistake about it. People are watching you.
If, for example, you're a manager, do you think there's anything your people don't know about you right this minute? As author Jim Rohn asks, "If you haven't been totally above board and honest with them, do you really think you've gotten away with it? Not too likely."
2. Remember your ethics ... or lack of them ... always affect others.
Too many people think a few lies here or a dishonest action there are simply the rules of business these days. They fail to realize that even the smallest breech of ethics can have dire consequences.
For example, when we watched the space shuttle Challenger explode into a fireball in 1986, the U.S. public learned it was a "technical failure" in the infamous O-ring. More than a technical failure, that tragedy was a failure of integrity.
Under incredible pressure to launch, the O-ring manufacturer, Morton Thiokol, did not want to be the one to recommend a mission abort. They knew the O-rings may not work. But instead of risking the heat of criticism, they concurred with the launch decision, and tragedy followed. The O-rings were a "little thing" that led to catastrophic failure.
Yes, your ethics always affect others. So ask yourself, "What could happen if I do this?" Play the scenario out in your mind. Otherwise, you can do something in a moment of thoughtlessness that causes major negative consequences. Ask yourself, "Is this decision and action strengthening or weakening my integrity?"
3. Establish clear ethical guidelines BEFORE you have to.
In one of my programs with leaders and managers, I ask the participants to identify their organization's values ... values they expect their ideal employees to follow. Working in small groups, they quickly list about two dozen key words or phrases that describe their values.
And then I ask them to go back and identify the values that they would fire someone for not having. It always slows down the discussion. But inevitably, these groups settle on two or three things like "honesty," "commitment," and "integrity."
The strange thing is ... it's only then that they begin to realize that they've never had detailed discussions about ethics with their employees. They haven't provided any guidelines to deal with the many common ethical dilemmas that come up in their line of work.
It's then that I let them know that the best time to make a decision about ethical behaviour is BEFORE they have to ... before there is a question or temptation. It's the best way of making sure they won't go astray.
4. Walk your ethical talk ... even if it requires sacrifice.
Remember, if you're a leader of some sort, people are always watching you. And one of the key reasons employees fail to conform to an organization's stated values is because their leaders fail to "walk their talk."
I'll never forget one pharmaceutical company I worked with. The CEO simply announced one day there would be a mentoring programme on site, and he arbitrarily and immediately assigned a mentor to each of several high-potential leaders. The CEO then ordered them to get to work and meet once a week. That was that.
Later, when the CEO supposed his programme was well under way, he surveyed the high-potential leaders to see how well the mentoring programme was working. He was very upset to discover that most of the mentor-mentee pairs had not met in six months.
As the CEO was about to reprimand the pairs who were not moving forward, he suddenly realised that he himself had not yet met with his own mentee. He was not walking his talk ... because it required some sacrifice ... namely his time.
Being a person of integrity requires discipline. Discipline is doing the right thing ... even when you don't feel like it. And with discipline, you're willing to surrender some short-term ease to keep your long-term integrity.
Finally, if you do make an ethical error ...
5. Admit your mistakes.
Being ethical doesn't mean you won't make a mistake. It does mean, however, that you're the first one to admit your mistake. You learn from it, fix it, and apologize for it ... if appropriate.
Do not play the blame game. Do not try to cover up or lie about your mistake. And do not tell others, "do as I say and not as I do." Those are pathetic ploys that will do nothing but further damage your integrity.
Just admit it. As CEO Larry Bossidy of the Honeywell Corporation said, "Ego containment is crucial. The bigger the ego, the less willing you are to admit mistakes."
But you've got to do it. As Bossidy concluded, "Humility is an important feature in being successful."
Action:
Where are you tempted to "cut corners" or "tell little white lies?" Be on the lookout for the ethical temptations in your personal and professional life. And if you're aware of them, you have a better chance of avoiding them.
"Reprinted with permission from Dr. Alan Zimmerman's Internet newsletter, the 'Tuesday Tip.' For your own personal, free subscription to the 'Tuesday Tip' ... along with several other complimentary gifts, go to www.drzimmermann.com
Tuesday, January 06, 2009
TOUGH TIMES NEVER LAST BUT TOUGH PEOPLE DO!
If your sales and fees are reducing what are you doing about it? If nothing and you expect things to improve in the short term, dare I suggest you deluding yourself. Just sitting there watching the graph go south can't be doing you any good, can it? Wring your hands and pray might work but I'd like to suggest you look at your marketing selling and promotion strategies and try, yes just try, something different. After all what is the worst that can happen?
Perhaps attending some or more business events would be worth a try?
Perhaps attending some or more business events would be worth a try?
Sunday, January 04, 2009
LinkedIn…your best online networking friend
Admission time
I have been thinking for the last 3-4 years, ‘Social networking is for the kids’. When it comes to business I have been constantly sceptical about web 2.0 in spite of being signed up to Facebook, Ecademy, Plaxo, You Tube and My Space. Being heavily involved in offline real live networking I felt it my duty to join but with no real conviction.
So why have I become a raving fan of this particular online system? Simply because Reid Hoffman the founder, in 2003, has come up with a process as near as makes no difference to real live networking.
I have been studying the software for 5 weeks now and believe I know as much about it as most and the more I know the more brilliant I find it.
Why not link in to me....here. This is my home page
I have been thinking for the last 3-4 years, ‘Social networking is for the kids’. When it comes to business I have been constantly sceptical about web 2.0 in spite of being signed up to Facebook, Ecademy, Plaxo, You Tube and My Space. Being heavily involved in offline real live networking I felt it my duty to join but with no real conviction.
So why have I become a raving fan of this particular online system? Simply because Reid Hoffman the founder, in 2003, has come up with a process as near as makes no difference to real live networking.
I have been studying the software for 5 weeks now and believe I know as much about it as most and the more I know the more brilliant I find it.
Why not link in to me....here. This is my home page
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